Sales Director Business Development

Ericsson AB; Sunnyvale (CA); On-site; USD 200,000 - 300,000; Full time

Job summary

Ericsson seeks a Senior Sales Director for the Utilities vertical to own sales strategy, revenue growth, and executive engagement across essential utility accounts in the US. You will shape account plans and negotiate multi-year opportunities across Ericsson's full portfolio.

You will build trusted relationships with utility leadership, IT/OT, and procurement, leading cross-functional teams through the full sales cycle from qualification to close.

Qualifications

• 10+ years in enterprise sales or sales leadership within telecom or critical infrastructure.
• Proven quota-carrying record with responsibility for complex, multi-year technology or managed-services deals.
• Experience selling to utility customers (investor-owned, municipal, cooperatives).
• Strong understanding of hyperscaler ecosystems and cloud platforms (Google, AWS, Azure, etc.).
• Understanding of utility procurement, RFP processes, and multi-year capital programs.
• Ability to create differentiated value propositions linking Ericsson solutions to outcomes and ROI.
• Ability to lead distributed, cross-functional pursuits and align multiple teams.
• Bachelor’s in engineering, business, or related field; Master’s preferred.
• Willingness to travel up to 50%.

Responsibilities

• Own Utilities sales strategy, revenue growth, bookings pipeline, and account priorities.
• Partner with KAM teams to develop and execute account plans and engagement strategies.
• Build and advance a sustainable pipeline of new-logo, modernization, expansion, and managed-services opportunities.
• Position Ericsson as a strategic technology partner in private networks, 5G, and secure digital operations.
• Develop trusted relationships across utility executives, IT/OT, network engineering, and procurement.
• Lead the commercial sales cycle from qualification and RFP response through business-case development and close.
• Translate customer strategies into differentiated sales offers and terms.
• Coordinate with solution, product, delivery, services, legal, finance, and partner teams to craft proposals.
• Maintain relationships with ecosystem partners and third-party technology providers.
• Drive expansion across private networks, RAN, IP transport, cloud, and managed services.

Skills

Enterprise sales

Quota-bearing

Utility/critical-infrastructure sales

Hyperscaler/cloud ecosystems

RFP/proposal process

Multi-year deals

Cross-functional leadership

Strategic account planning

Education

Bachelor's degree in Engineering/Business

Master's degree preferred

Job description

About This Opportunity

Ericsson's Customer Unit US Mission Critical Networks team delivers innovative technologies and services to hyperscalers and utility customers across the United States. As a Sales Director focused on the Utilities vertical, you will own sales strategy, revenue growth, and customer engagement across utility accounts for the Hyperscalers & Regional Accounts team. You will build and qualify pipeline, shape account plans, lead executive relationships, and drive strategic, often multi-year opportunities through negotiation and closure across Ericsson's full portfolio, including Networks, Cloud and Software Services, Managed Services, and Enterprise Wireless Solutions.

Join our Team

Ericsson's Customer Unit US Mission Critical Networks team delivers innovative technologies and services to hyperscalers and utility customers across the United States. As a Sales Director focused on the Utilities vertical, you will own sales strategy, revenue growth, and customer engagement across utility accounts for the Hyperscalers & Regional Accounts team. You will build and qualify pipeline, shape account plans, lead executive relationships, and drive strategic, often multi-year opportunities through negotiation and closure across Ericsson's full portfolio, including Networks, Cloud and Software Services, Managed Services, and Enterprise Wireless Solutions.

What You Will Do

• Own the Utilities sales strategy, revenue growth, bookings pipeline, and account priorities for the assigned customer set
• Partner with Key Account Management (KAM) teams to develop and execute account plans, opportunity strategies, and joint customer engagement plans
• Build, qualify, and advance a sustainable pipeline of new-logo, modernization, expansion, and managed-services opportunities with utility customers
• Position Ericsson as a strategic technology partner in mission‑critical connectivity, private LTE/5G, resilient networks, grid modernization, and secure digital operations
• Develop trusted relationships across utility executive leadership, IT and OT, network engineering, grid operations, cybersecurity, procurement, and field operations
• Lead the commercial sales cycle from opportunity qualification and RFP response through business‑case development, negotiation, contracting, and close
• Translate utility customer strategies, regulatory considerations, capital programs, and operational requirements into differentiated sales strategies and offers
• Coordinate with solution, product, delivery, services, legal, finance, and partner teams to develop competitive proposals and execute customer commitments
• Build and maintain strong relationships with ecosystem partners and third‑party technology providers that support utility customer outcomes
• Drive expansion and upsell opportunities across private networks, RAN, Core, IP transport, microwave, Cloud, OSS/BSS, managed services, and enterprise wireless solutions

The Skills You Bring

• 10+ years of experience in enterprise sales, business development, or sales leadership within the telecommunications or critical‑infrastructure industry
• Proven quota‑carrying sales performance with responsibility for complex, multi‑year technology or managed‑services opportunities
• Proven experience selling to utility customers, including investor‑owned utilities, municipal utilities, cooperatives, or comparable critical‑infrastructure organizations
• Strong understanding of hyperscaler ecosystems and cloud platforms, including experience with Google, Meta, Amazon/AWS, Microsoft/Azure, or comparable providers
• Understanding of utility buying cycles, RFP and proposal processes, regulatory and procurement considerations, and multi‑year capital investment programs
• Ability to create differentiated value propositions that connect Ericsson solutions to customer outcomes, business value, resilience, and total cost of ownership
• Ability to lead distributed, cross‑functional sales pursuits and align solution, product, delivery, services, legal, finance, and partner teams
• Disciplined approach to pipeline management, forecasting, CRM hygiene, opportunity governance, and sales execution
• Bachelor's degree in Engineering, Business, or a related field required; Master's degree preferred
• Ability to travel up to 50%

Why join Ericsson?

At Ericsson, you´ll have an outstanding opportunity. The chance to use your skills and imagination to push the boundaries of what´s possible. To build solutions never seen before to some of the world’s toughest problems. You´ll be challenged, but you won’t be alone. You´ll be joining a team of diverse innovators, all driven to go beyond the status quo to craft what comes next.

Ericsson uses a merit‑based hiring approach that values people with different experiences, perspectives and skillsets. We truly believe this approach drives innovation, which is essential for our future growth. We encourage people from all backgrounds to apply and realize their full potential as part of our Ericsson team. Ericsson is proud to be an Equal Opportunity employer, learn more.

If you need assistance or to request an accommodation due to a disability, please contact Ericsson at [e-mail].

Disclaimer: The above statements are intended to describe the general nature and level of work being performed by employees in this position. They are not an exhaustive list of all responsibilities, duties and skills required for this position, and you may be required to perform additional job tasks as assigned.

Important Information: Ericsson Inc. does not sponsor U.S work authorizations for this job position including U.S immigration filings for initial and/or change of employer paperwork for